Buying Internet Insurance Leads from the Insurance Lead Vendors, technically speaking, is a very simple and easy process. However, as an insurance agent (or an agency) you should be aware of what leads you are buying, how often you are buying, how many leads you are buying, what price you are paying for various lead types, various insurance lead vendors and the sources of leads. Whether you are buying auto insurance leads or senior care / LTC leads, if you are not vigilant about these parameters, you might lose money big time.
Insurance Lead Vendors
If you do a search on insurance lead vendors, dozens of lead provider details will turn up. It is very difficult to differentiate one from the other and label one better than the other supplier. What works for one for a specific occasion may not work the next time or for another lead type. There are so many variants in the internet, it is difficult to zero in on a specific reason why some leads are converting well and others will not.
Hence assessing the lead vendor and choosing an established firm is a good starting point. However, the more established the lead generation companies are, the prices may be high for a given type of leads. As mentioned earlier, there are a number of insurance lead vendors; here some leading service providers (not in any particular order). Note that there is a consolidation going on in the insurance lead generation industry and some firms may merge with others as the time goes.
Criteria for Insurance Lead Buying
Just like any other internet leads, there are several criteria to be used while buying insurance leads. Some of the key ones are:
Insurance Lead Vendors
If you do a search on insurance lead vendors, dozens of lead provider details will turn up. It is very difficult to differentiate one from the other and label one better than the other supplier. What works for one for a specific occasion may not work the next time or for another lead type. There are so many variants in the internet, it is difficult to zero in on a specific reason why some leads are converting well and others will not.
Hence assessing the lead vendor and choosing an established firm is a good starting point. However, the more established the lead generation companies are, the prices may be high for a given type of leads. As mentioned earlier, there are a number of insurance lead vendors; here some leading service providers (not in any particular order). Note that there is a consolidation going on in the insurance lead generation industry and some firms may merge with others as the time goes.
- InsureMe (a Bankrate company)
- AgentInsider (a INSWeb property)
- NetQuote (now a Bankrate company)
- InsuranceLeads.com (recently bought over by AllWebLeads)
- AllWebLeads
- InsuranceAgents.com
- HomeTownQuotes.com
- ProspectZone
Criteria for Insurance Lead Buying
Just like any other internet leads, there are several criteria to be used while buying insurance leads. Some of the key ones are:
- Price paid per lead
- Exclusive or Shared lead – Exclusive leads are generally pricey, but you have better opportunity to convert
- Geography / Location of the Consumer – If you are operating in a specific geography, filter the leads before buying
- Sample / test leads provided (free of cost) by the vendors – Test leads help you to assess the lead quality
- Volume of leads to be committed – You should avoid large volume commitment
- Period of purchase to be committed – You should also avoid long term contracts
- Type of Insurance lead – Make sure that the right type of leads are ordered
- Other lead specific parameters (such as age, special requirements, pre-existing condition, etc.)
- Delivery method and timeliness – The lead should be delivered in real time directly to your smart phone or CRM system.
- Lead Return conditions and process – Invalid / bad leads should be easily returned and replaced by the vendor
- Online Lead access – Lead delivery by email is highly error prone. Online access to the lead system would be ideal.
- Lead Tracking software access – Integrated lead tracking software access would be a great advantage.
- Mobile Phone access – With the smart phone revolution, lead vendors should be able to provide mobile access.
- While some of these factors directly related to the lead quality, the rest are related to cost effectiveness, supplier guaranty, conversion effectiveness, etc.
- Hence as an insurance agent, a great deal of ground work and diligence are required on your part to be successful in buying internet sourced insurance leads and convert them to customers.
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